The lead life cycle

Once your marketing lead has been sales qualified, salespeople have to contact them. When the salespeople have gained more insight and have more concrete information about the lead and their needs, they can qualify them.

A lead can be connected to an existing contact and/or account. If it’s not connected to existing contacts or accounts, new ones are created. When you qualify a lead in Dynamics 365 Sales, it will always create an opportunity where salespeople will work further on the sales process and make sure that the lead goes through the company’s sales process and becomes an actual sale.

One very important feature of the lead life cycle is lead scoring. Let’s take a deeper look at how this works in Dynamics 365 Marketing.

Lead scoring

In order to prioritize the leads you have in your system and to know which lead you need to do more work with, you can implement automated lead scoring. Lead scoring can be helpful for your marketers...